Director of Sales, APJ

arizeai; Singapore; On-site; SGD 180,000 - 320,000; Full time

Job summary

Arize AI is seeking a Director of APJ Sales to own the region end-to-end, shaping strategy, building the team, and winning enterprise and strategic accounts across Asia Pacific and Japan.

You will recruit and coach a high-performing team of Account Executives, develop a regional go-to-market playbook, and partner with Product, Marketing, and Solutions Engineering to drive pipeline, accurate forecasts, and long-term regional growth.

Qualifications

• Minimum 4+ years leading B2B SaaS sales teams in APJ.
• Proven track record of growing revenue in enterprise accounts.
• Deep understanding of APJ buyer dynamics and regional business culture.
• Experience building regional sales plays and GTM strategies.
• Excellent communication and cross-functional collaboration skills.

Responsibilities

• Lead and scale a high-performing APJ sales team spanning Enterprise, Expansion, and Digital Native segments.
• Define territory structure, ICPs, and local messaging within APJ and oversee regional playbooks.
• Drive revenue targets, forecasting accuracy, and healthy pipeline generation with SDRs and marketing.
• Collaborate with Solutions, Product, and Marketing to ensure customer success and long-term expansion.

Skills

APJ sales leadership

B2B SaaS sales

Enterprise deal strategy

Team building

Forecasting & pipeline management

Cross-functional collaboration

Job description

About Arize

AI is rapidly transforming the world. As generative AI reshapes industries, teams need powerful ways to monitor, troubleshoot, and optimize their AI systems. That's where we come in. Arize AI is the leading AI & Agent Engineering observability and evaluation platform, empowering AI engineers to ship high-performing, reliable agents and applications. From first prototype to production scale, Arize unifies build, test, and run in a single workspace, so teams can ship faster with confidence.

The Opportunity

Arize has expanded globally, and APJ represents one of our most significant growth opportunities. We have already built a strong team and we want to continue building the region and are looking for a Director of APJ Sales to own it end-to-end. This is a rare opportunity to define Arize's presence across Asia, shaping the strategy, building the team, and winning the market.

What You'll Do

Sales Leadership

• Help support the team in actively selling into Enterprise and strategic accounts across the region while simultaneously building the team and playbook.


• Recruit, hire, onboard, and develop a high-performing team of Account Executives spanning Enterprise, Expansion, and Digital Native segments.


• Coach and enable reps through deal reviews, call shadowing, and structured enablement, building sellers who can engage technical buyers, engineers, and AI practitioners with confidence.

EMEA Strategy & Playbook Development

• Help build Arize's APJ go-to-market strategy, defining territory structure, ideal customer profiles, competitive positioning, and prioritized sub-markets across the region.


• Develop and execute a regional sales playbook tailored to APJ buyer dynamics, including localized messaging, outbound motions, and enterprise deal frameworks.


• Continuously iterate on tactics and sales motion based on market feedback, win/loss data, and rep performance, building a system that gets sharper over time.

Pipeline, Forecasting & Revenue Ownership

• Partner with Sales leadership to drive APJ revenue targets and be accountable for accurate, rigorous forecasting across the region.


• Drive consistent pipeline generation through outbound, partnerships, and marketing-sourced motion, partnering with SDRs, RevOps, and Marketing to ensure top-of-funnel health.


• Provide leadership with clear, data-driven visibility into APJ performance, risks, and opportunities on a regular cadence.

Cross-Functional Collaboration & Partnerships

• Partner closely with Technical Solutions/Solutions Engineering to ensure the team is equipped to run effective technical evaluations and POCs with engineering-led buyers.


• Collaborate with Product and Marketing to provide APJ-specific market feedback, inform roadmap priorities, and develop region-relevant content and campaigns.


• Identify, develop, and support key channel and technology partnerships in the APJ region.


• Work cross-functionally to ensure seamless customer handoffs from sales to Customer Success, setting the foundation for long-term expansion in APJ accounts.

You Should Have

• 4+ years of sales management experience building and scaling B2B SaaS teams in APJ, with a demonstrable track record of growing revenue in the region.


• 4+ years as an individual contributor in a technical sales role prior to management; you know what it takes to carry a quota and win complex, multi-stakeholder deals.


• Deep knowledge of the APJ market including regional buyer dynamics, business culture, legal considerations, and the competitive landscape across key sub-markets.


• Proven track record of building and scaling teams from an early stage in a startup or high-growth company environment.


• Excellent communicator and cross-functional collaborator, you build trust with internal partners and communicate clearly up and down the organization across time zones.


• Entrepreneurial mindset, you build programs, playbooks, and processes from scratch and are energized by the challenge of creating something new.

Bonus Points

• Strong command of AI tools and ability to leverage them to increase your team's productivity and effectiveness.


• Experience selling AI infrastructure, developer tools, or data platfor